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The steps to the sale are the most important task in a salesman occupation. It is during this time in which the salesman's personal skills are shown. During this time a salesman can either gain a sale, or lose it altogether. For most salespeople, they learn this skill during their post-high school education. Some learn in as early as high school. In high school many teens across the country are able to gain and learn this skill through a club called D.
E. C. A. The pre approach is when the salesperson gets ready to conduct the selling process. A salesperson can prepare for this time by studying the product's features and benefits. A trade journal is very helpful in keeping up with trends and new products.
A salesman needs to pay close attention to his or her personal skills. The customer will automatically judge the salesperson during his or her pre approach. After the pre approach the salesperson will approach the customer face to face, giving them a greeting such as, "Good afternoon, I see you are looking at the. " To put the customer at ease the salesperson needs to remember to: be courteous and respectful, be enthusiastic, show sincere interest, and be friendly to the customer. Determining needs of the customer is a very important part of the sale.
The salesperson must learn what the customer is looking for, in order to decide what products to show and which product features to present first in the presenting the product stage. The salesperson must observe the customer to find the buying motives of the customer. Listening is needed in order to find the buying motives of the customer. The salesperson must: maintain good eye contact, provide verbal and nonverbal feedback, and listen with empathy and an open mind.
While listening is very important another key step in questioning the customer to find his or her buying motives. Such questions might be: who will be using this, what type of are u presently using, where do u tend to use your. at? A salesperson needs to remember to ask open-ended questions in order to get a informational response. A salesperson shouldn't ask too many questions in a row.
Presenting the product and handling questions and objections is the climax of the sale. A salesperson must decide which products to show and which not to. The salesperson must base his or her decision on price and convenience. Educating the customer on the product you are showing them, will get them in a comfortable atmosphere.
While presenting the product it is very effective to display and let the customer get involve in the sale by letting them handle the product you are presenting them. Sales aids are another effective way of presenting a product. Even if the sales aid is a pamphlet. A salesperson can plan for the objections he or she might receive.
Most common objections will fall into certain categories. The categories are based on the decisions the customer must make before purchasing the item. The objections might fall into one of these five categories: need, product, source, price, and time. The objection toward the product is the most common one mentioned by the customer. In order to gain the sale, a salesperson must close the sale by obtaining a positive agreement from the customer to buy the product.
A salesperson can do that by closing the sale. Closing the sale can come at anytime, so long as the customer is ready to buy. The salesperson must be flexible because there is no specific time to close except for the readiness of the customer to buy. During this period of closing the sale the salesperson must: narrow the selection of items, summarize the major features and benefits of the product, and never rush the customer into purchasing the item (they will never be satisfied with their purchase). Suggestion selling is selling additional goods to the customer during the checkout. A salesperson needs to suggestion sell: after the customer has made a commitment to buy but before the payment is made, give a reason for the suggestion sale merchandise, and make the suggestion positive.
Reassuring and follow-up with help the customer feel that he or she has made a good purchase and it will reassure the customer that he or she made a good purchase. Thanking the customer will make them more comfortable with their purchase. Following up with the customer will allow the salesperson to make sure the customer is satisfied with the purchase. Most products sell themselves to the customer, but in certain circumstances, the salesperson must. He or she can do this through: the pre approach, determining the needs of the customer, presenting the product and handling questions and objections from the customer, closing the sale, and reassuring the customer and fol lowing-up on he or she.
These steps to the sale are very crucial in the selling process for every salesperson. Without these steps very few sales will be made. This is an everyday process for a successful Bibliography:
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